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The Work Truck Show returns to a site of great success,with a commitment for 2012

THINGS have gone so well in Indianapolis for The Work Truck Show that the National Truck Equipment Association (NTEA) has committed to a back-to-back dose.

The Work Truck Show is held in a different city annually and has never returned to the same location two years in a row. But that will change when North America's largest vocational truck event is held March 8-10 in Indianapolis and then returns in 2012. The 47th Annual NTEA Convention, educational sessions, and Green Truck Summit kick off March 7.

The Show took place at the Indiana Convention Center and RCA Dome in 2005 and 2007. The RCA Dome was demolished in 2008 to make way for a major expansion, which is expected to be completed in January.

“Indianapolis has been an excellent location for The Work Truck Show — we've broken attendance records the last two times we've held the event there,” says Steve Sill, NTEA convention chairman and president of Aspen Equipment Co. “The Indiana Convention Center's expansion coincides with the growth of our event. We're very excited to be back in Indianapolis for the next two years.”

The combined new space makes the Indiana Convention Center the nation's 16th largest. It has 566,600 square feet of exhibit space, and another 183,000 square feet is in Lucas Oil Stadium, which is connected to the center via walkway.

The success of The Work Truck Show in Indianapolis is partly due to location: Indianapolis is within one day's drive of more than half of the nation's population. And those who fly can get there quickly, and then get to the downtown area from the airport in just 15 minutes.

The Work Truck Show features Class 1-8 trucks, components, and specialized equipment from a diverse range of global manufacturers. Dozens of new products, including the hottest new vocational trucks, are launched at the Show. In addition to expansive booths displaying their new vehicles, 15 of the leading chassis manufacturers provide detailed updates on what's new and upcoming with their product lines, including technical information on specifications and installation. These chassis update sessions are scheduled as part of the educational conference March 7-9.

“If you can attend only one industry event in 2011, make it The Work Truck Show,” Sill says. “The Work Truck Show offers four full days of unmatched training, innovative product launches, abundant networking opportunities, and specialized equipment that you just won't find anywhere else.”

The opening reception will be held Monday, March 7, from 6:30-9 pm at Conseco Fieldhouse, home of the Indiana Pacers of the National Basketball Association. (The Pacers won't be there that night, but they will be there the following night in an Eastern Conference game against the Philadelphia 76ers.)

British comedian John Cleese is bringing his unique perspective on business and life to the show as keynote speaker at the President's Breakfast and NTEA Annual Meeting on Wednesday, March 9, from 7:30 am-9:15 am.

Cleese is both a versatile comedic actor and a leading business motivator. With the legendary Monty Python's Flying Circus, Fawlty Towers and A Fish Called Wanda, he created a comedy style that has inspired countless writers and comedians. His influence is also felt in the corporate world. Cleese and three fellow British actors founded Video Arts, the world's largest provider of business training programs, in 1972.

Cleese attributes his success at making hit training programs to his fascination with psychology and his love for teaching and making people laugh.

“Humor in training increases retention and decreases anxiety,” he once said. “When the training point is surrounded with humor, it can be readily digested, remembered, and applied.”

On the lecture stage, Cleese brings his award-winning series of videos to life.

“President's Breakfast attendees are sure to start the day with a laugh, as well as a new way of approaching business challenges,” NTEA executive director Jim Carney says. “We're looking forward to hearing John Cleese's insights into work, business and life in general.”

Fifth Green Truck Summit

The Green Truck Summit on March 7-8, jointly produced by the NTEA and CALSTART, is now in its fifth year and is a leading educational conference on green technology for vocational trucks. It provides practical, real-world information on green vehicle funding and partnership opportunities, implementation of green fleet programs, carbon footprint and idle reduction techniques, hybrid chassis integration, fuel utilization improvements, and more. It also brings together industry leaders to provide a look into the future of commercial trucks.

“Our industry is in a very exciting period of evolution,” says Doyle Sumrall, NTEA senior director of business development. “As innovative manufacturers continue to develop new green technology, fleets and the businesses who support them must understand how and when to use that technology to improve their operations and environmental impact. The Green Truck Summit brings together technical experts, thought leaders and peers who all share their knowledge to provide solutions for today's issues, as well as guidance into the future.”

The Green Truck Summit includes 18 breakout sessions, six general sessions, and two keynote addresses over a day and a half.

During the first general session, “Moving Forward: Truck Technologies Leading Us to the Future,” John Boesel, president and CEO of CALSTART, and Carney share their vision of the work truck industry landscape of the future. They discuss current and upcoming trends in clean technologies that will improve fuel economy and reduce emissions for commercial vehicles.

Representatives of Freightliner Trucks, Navistar Inc, and Eaton Corporation cover “Planning for 2016 Fuel Efficiency Regulations: An OEM and Supplier Discussion” at 10:15 am on Monday, March 7. They address how OEMs and suppliers plan to support the work truck industry in preparation for regulations being developed by the National Highway Traffic Safety Administration and the US Environmental Protection Agency to require medium- and heavy-duty vehicles to meet specific fuel efficiency requirements starting in 2016.

Day two of the Green Truck Summit kicks off with a keynote address by Connie Burek, solutions specialist, heavy equipment & truck, International Business Machine Inc, and Rob Stevens, chief engineer, Ford Commercial Truck, as they provide “A Sneak Peek at the Trucks of the Future.” Burek and Stevens discuss the work truck of the future, including what it will look like and technologies that will lead to reductions in fuel use and emissions.

The final general session of the Green Truck Summit is “Gaseous Fuels: What's Working Now; What's Coming Next,” at 10:15 am on Tuesday, March 8. Recognizing that gaseous fuels have the potential to reduce internal combustion engine emissions and the reliance on imported fuels, this session examines current and future gaseous fuels, addresses the benefits and shortcomings of each, and provides an overview of some of the real-world issues involved in transitioning a fleet to a gaseous fuel. The session is presented by Bill Burns, fleet operations manager, city of Columbus, Ohio; Steve McConnell, lead fuels engineer, Center for Transportation Research, Argonne National Laboratory; and Marianne Mintz, transportation systems planner, Center for Transportation Research, Argonne National Laboratory.

Green work truck technology is also highlighted in several other areas of the show, including the CALSTART Clean Technology and Fuel Pavilion on the show floor. Dozens of exhibitors throughout the hall feature their green products and technologies in the Green Product Showcase program, which recognizes products that improve fuel utilization, are environmentally friendly, use recycled materials and/or support environmentally sustainable practices. And the popular Green Truck Ride-and-Drive returns, giving all show attendees the opportunity to try out commercial vehicles that incorporate advances in hybrid technology and alternative fuel applications. For more information about these green opportunities, visit www.ntea.com/worktruckshow/greenproductsandprograms.

Fleet Management Symposium

Fleet management professionals in any industry or government agency may benefit from the expanded Fleet Management Symposium.

In the symposium, consultant Kelly Walker, president of Kelly Walker Associates, and Bob Johnson, fleet relations director for the NTEA, teach methods to drastically improve fleet and shop productivity while reducing costs. The Fleet Management Symposium runs from 9 am-4 pm on Monday, March 7, and continues on March 8 from 9 am-noon. The symposium had been offered as a full-day session at The Work Truck Show for the previous six years.

Fleet managers are also invited to an exclusive training session and networking luncheon titled “Implementing a Complete Fuel Management Program to Increase Performance and Reduce Costs” on Wednesday, March 9, from 11:30 am-1:30 pm. Topics include deploying emerging technologies; the link between driver behavior and fuel cost reductions; strategies to lessen the market volatility of fuel costs; and the impact of preventive maintenance on fleet performance, operating costs, and emissions.

“The Fleet Management Symposium has been extremely popular with fleet managers from a wide variety of industries,” Sill says. “We received a lot of feedback that the participants would like more time to really drill down into the strategies and techniques being presented. As a result, we've added another half day and new content to the program this year.”

The Symposium focuses on best practices and strategies for vocational fleets of all sizes. It teaches fleet managers how to:

There are more than 40 intensive educational sessions on truck specification, industry trends and benchmarks, fleet management, regulatory compliance, and much more. These informative sessions are specifically designed for work truck industry professionals. Sessions are filtered by these categories: distributors/manufacturers, truck dealers, as well as fleet and leasing companies.

Here is a preview of the sessions by area of interest:

MANAGEMENT

“The Ins and Outs of Federal Excise Tax Implications for Work Trucks,” March 7, 1:30 pm-2:45 pm: Mistakes in applying and collecting Federal Excise Tax (FET) can be costly. Learn how seemingly simple errors can make your company (not the purchaser of the truck) financially liable. Hear the current status of FET laws and requirements applicable to the work truck industry and get answers to all of your questions regarding which truck bodies and equipment are taxable or non-taxable. Better understand your responsibilities for payment and collection of this tax, whether you are a supplier or a buyer. Find out the tax implications for the sales of chassis, truck bodies and equipment, trailers, parts, and accessories. Understanding these rules and regulations can help you reduce your risk, lower your tax burden, improve your bottom line, and allow you to be more price-competitive. Also, learn about the NTEA's newest FET publication — a comprehensive reference manual for the work truck industry. Presenters: Michael Kastner, Senior Director of Government Activities, NTEA; Bob Raybuck, Technical Services Director, NTEA; and Mark Sidman, Weiner Brodsky Sidman Kider PC, Washington, DC.

“What is the Future Economic Landscape for the Work Truck Industry? March 7, 1:30 pm-2:45 pm: Review current data and forecasts for truck sales and end-user markets with expert analysis from the NTEA's staff economist. Discover where the truck equipment market is headed, identify expected trends and learn what role the US and international economies play in short- and long-term business cycles. Also, review current NTEA statistical and forecasting information. Presenter: Stephen Latin-Kasper, Market Data and Research Director, NTEA.

“Government Regulatory Update: Information You Need to Know,” March 7, 3 pm-4:15 pm: With laws and regulations changing on a regular basis, make sure your company stays on top of current issues affecting the work truck industry. Learn how the government's latest requirements are impacting your organization and what you should expect in the future. Presenters: Kastner and Raybuck.

“State of the Industry Overview — The NTEA Perspective,” March 7, 3 pm-4:15 pm: The truck equipment industry is evolving faster than at any other time in history. Learn how to navigate the twists and turns of today's marketplace with insights into the current trends dramatically impacting our industry. Gain an understanding of how the current US and global truck industries are changing and driving evolution through the global channel. Most importantly, find out how these elements will impact your company. Presenters: Tim Campbell, Managing Director, Campbells Commercial Vehicle Marketing Group, Leyland, Lancashire, England; and Jim Carney, Executive Director, NTEA.

“How Can Multiple Generations Coexist in the Workplace?” March 8, 9:30 am-10:45 am: For the first time in history, four distinct generations are in the workplace together. What does this mean for building strong teams? Learn the differences in what each group brings to the table and find out how to maximize each of their strengths and minimize problems by setting up a system that works for everyone. This session will focus on generational motivators and preferred communication styles. Presenter: Jep Enck, President, Enck Resources, Fort Collins, Colorado.

SALES

“Put Marketing Measurements Into Action to Improve Leads, Conversions, and ROI,” March 8, 8 am-9:15 am: There is a clear need for B2B marketers to better understand the impact of multiple touch points contributing to lead generation and incremental sales revenue. But it is just as important to establish an approach to best interpret and apply the insights gained to improve performance and profitability. This session will focus on key opportunities to put measurements and metrics into action. We'll show you how to put practical measurements in place to guide more effective strategies and tactical plans. Presenter: James Lenskold, President, Lenskold Group, Inc, Manasquan, New Jersey, and author of Marketing ROI, The Path to Campaign, Customer and Corporate Profitability.

“Maximizing ROI from Existing Customers,” March 8, 9:30 am-10:45 am: Marketing to current customers is different than new customer acquisition — at least, it should be. With current customers, you have an opportunity to capture intelligence on purchase history, profiles, and engagement activity to shed light on their interests and needs. This session addresses the challenges and opportunities to maximize customer growth with more effective marketing. Lenskold will map out an approach using intelligence, analytics, measurements, and return on investment (ROI) to better guide strategic and tactical decisions. Presenter: Lenskold.

TECHNICAL

“Calculating Commercial Vehicle Weight Distribution and Payload Made Easy,” March 7, 1:30 pm-2:45 pm: Weight distribution calculations are critical in the utilization and design of commercial work trucks. Learn the ins and outs of vehicle weight distribution to safely and legally position equipment and payloads while maintaining regulatory compliance of the vehicle. Review sample weight distribution calculations and see a demonstration of beneficial software tools available exclusively from the NTEA designed to help you perform complex vehicle calculations. Presenter:Richard Toner, Principal, Toner Associates, Pentwater, Michigan.

“Specification and Towing Optimization for Work Trucks,” March 7, 3 pm-4:15 pm: Truck and trailer combinations are vital components in the commercial workforce. Many operators, fleet managers, and buyers do not understand trailer dynamics when combined with the work truck, potentially resulting in an unsafe combination vehicle, higher maintenance costs and a reduced life cycle for the towing vehicle. Learn the critical factors that must be considered when spec'ing a work truck and trailer combination vehicle. Topics such as trailer and towing vehicle ratings, truck and trailer weight analysis, proper weight distribution, and compliance with applicable regulations will be addressed. Session participants will gain a better understanding of how to maximize the productivity of truck and trailer combinations through the specification process. Presenter: Tom Cavanaugh, Owner, TPC Consulting, Greenfield, Wisconsin.

“Optimizing Work Truck Body and Equipment Specifications,” March 8, 8 am-9:15 am: When developing specifications for a new work truck, the designer should be guided by a number of factors. These include the proposed unit's functional requirements, critical design limiters such as weight and size, operator safety, regulatory compliance, operating costs (including fuel) and environmental concerns. Other factors that should be addressed include maintenance considerations, company policies, labor agreements and, in some cases, resale value. By properly identifying these factors and incorporating them into the specifications, the designer can be assured that the completed unit will provide both optimum performance and a safe working environment. Learn how truck specifiers can identify and use these critical factors to improve the design of work truck bodies and truck-mounted equipment. Presenter: Bob Johnson, Fleet Relations Director, NTEA.

“The Implications of Vehicle Certification Labeling Requirements,” March 8, 8 am-9:15 am: Vehicle certification is more than just sticking labels or placards on trucks. Proper vehicle certification is required by law and can help to assure the purchaser of a safe and reliable vehicle. Learn how to determine which label is required for each different stage of certification and how to properly complete each label. Also, gain an understanding of the importance of payload analysis, weight distribution and Federal Motor Vehicle Safety Standard compliance analysis in the certification process. Take advantage of the opportunity to review your certification labeling procedures and ask questions to help ensure your certification labels are correctly completed. Proper certification labeling is also one of the required criteria to achieve NTEA Member Verification Program status. Presenter: Raybuck.

“How to Ensure Your Next Truck Chassis Matches the Job Requirements,” March 8, 9:30 am-10:45 am: Matching a new truck chassis to the application requirements is critical. If you downsize too much for fuel efficiency, you risk an overloaded chassis. If you over-spec' the chassis to reduce maintenance costs, you may end up with an overpriced unit with poor fuel economy. This session will help you get it “just right” by optimizing fuel efficiency, achieving full regulatory compliance and improving vehicle performance. Essential design issues will be addressed, including frame selection; axles and suspensions; vehicle performance and powertrain design considerations; accessory component selection; payload analysis; weight distribution; and completed vehicle certification. Other considerations such as the potential use of hybrids; alternative fuels (including electricity); and advanced fuel use reduction technologies will also be discussed. Presenter: Johnson.

“How to Maximize Tire Life Cycles & Minimize Overall Cost,” March 8, 9:30 am-10:45 am: Proper tire selection and maintenance can significantly impact your vehicle's life cycle costs. Tire design and construction need to be considered to match the vehicle's projected operation cycle. Once you have the right tires on your vehicle, proper tire and vehicle service and maintenance are critical to achieve all of the benefits of your tire selection. Learn the factors you need to consider to select the best tire to match your application. Also, identify tire maintenance factors that will assist you in establishing an effective tire maintenance program for your fleet. This session will cover tire mounting, balancing, alignment, rotation, repair, retread, and possible maintenance outsourcing. Presenter: Guy Walenga, Director, Engineering, Commercial Products & Technology, Bridgestone Americas Tire Operations, Nashville, Tennessee.

“Spec'ing Your Next Truck Powertrain for Optimum Efficiency & Performance,” March 9, 9:30 am-10:45 am: When it comes to trucks, today's order of business is fuel economy. In order to optimize a truck's fuel efficiency, while still maintaining satisfactory performance, the powertrain components (engine, transmission, and drive axle) must be properly matched — both to the application and to each other. Far too many truck powertrains are spec'd by trial and error, past experience or just a gut feeling. Even when the individual spec'ing the powertrain avails themselves of an OEM's powertrain design program, truck performance criteria such as starting gradability and reserve gradability are often not properly identified. This session will cover the procedures for identifying truck performance criteria, determining torque and horsepower requirements, and matching the transmission and drive axle to the selected engine. Presenter: Johnson.

FLEETS

“Developments in Statistical Fleet Analysis,” March 8, 8 am-9:15 am: This course is for fleet professionals who want to develop new tools for planning and forecasting to aid in improving fleet reliability and reducing costs. These tools should help fleet managers convert the strong preventive maintenance efforts underway at their fleet operations into an enhanced predictive maintenance mode. Additionally, fleet managers will be better equipped to discern what equipment (and suppliers) provide the best investment return over the life of the equipment. Finally, these tools can help in the ongoing struggle to ensure that your fleet replacement program is sustainably funded. Presenter: George Survant, Director of Fleet Services, Florida Power & Light Co, Juno Beach, Florida.

“The Implications of Managing an Aging Fleet,” March 9, 9:30 am-10:45 am: Gain information on developing a “Replacement Standard,” implementing it fleet-wide and determining which fleet assets require replacement before others. While funds are often limited, it is important to determine the amount of repairs you will make before finally saying “no” and either insisting on replacement or having the end user group go without. Also, an aging fleet is not a reason for escalating costs — as a matter of fact, it is incumbent upon the fleet manager to explore and refine processes within the fleet organization to contain costs. This session will explore the “we can” attitude of effecting change in your business and reducing costs, even with an aging fleet. Presenter: Kelly Reagan, Fleet Administrator, City of Columbus, Ohio.

“Peterbilt Motors Company — Chassis Update,” March 7, 1:30 pm-2:45 pm: Peterbilt Motors Company will provide the most up-to-date technical information on chassis specifications and issues that can affect the installation of bodies and equipment. Participants will gain insights into vocation-specific options to help optimize body and equipment installation and operation. Presenters: Peterbilt Motors Company representatives.

“Kenworth Truck Company — Chassis Update,” March 7, 3 pm-4:15 pm: Kenworth Truck Company will provide the most up-to-date technical information on chassis specifications and issues that can affect the installation of bodies and equipment. Participants will gain insights into vocation-specific options to help optimize body and equipment installation and operation. Presenters: Kenworth Truck Company representatives.

“General Motors Fleet and Commercial Operations — Chassis Update,” March 9, 9:30 am-10:45 am: General Motors Fleet and Commercial Operations (GMFCO) representatives will present technical information on Chevrolet and GMC chassis specifications as they relate to design, body installation, and equipment mounting options. During this session, GMFCO will provide the most up-to-date technical information on issues that can affect body and equipment installation, along with some alternative fuel solutions being offered by GM. Participants will gain insights into vocation-specific options to help optimize body and equipment installation and operation. Presenters: General Motors Fleet and Commercial Operations representatives.